Account Manager

Must Haves:

• 3-5 years of Industry Experience – specifically with Hazardous Waste services (Corrosive, explosives), outside sales, knowledge of DOT RCRA (Training for HazMat)
• Technical Services (Emergency response, Chemical manufacturing, Selling transportation and waste disposal services to incinerators, lab packing, , Insite services) or Field services (cleaning tanks, response to spills)
• Bachelor’s Degree preferred with a preference toward those in Sales, Marketing, Business, or related fields; OR Equivalent work experience
• Track record of developing and executing sales strategy; target customer selection, sales processes, account development and multi tiered relationship building;
• Experience in B2B markets;
• Proficient in Salesforce.com or similar CRM application;
• A strategic thinker – able to communicate effectively (both written and verbal) and influence all C suite buyers;
• Strong executive presence, polish, and political savvy;
• Communicate complex concepts in a compelling, concise, and creative way;
• Build and maintain trusted relationships with channels, partners, and clients;
• Mature in executive acumen;
• Tireless, high-energy professional with a bold and innovative flair;
• Substantial depth and breadth of applied judgment
• Ability to influence and cultivate strong internal relationships and develop sales support resources
• Experience in complex selling and commercial sales processes
• A producer with a verifiable track record of identifying, creating, and closing deals, and ultimately building a business.
• Proficient in oral and written communications;
• Self-starter and autonomous goal achiever that can also works well in a team;
• Strategic and conceptual selling expert;
• Analytical skills and project planning/management experience;
• Comfortable working in a matrixed multi-national environment;

Key Responsibilities:

• Ensures Health and Safety is the number one priority by complying with all safe work practices, policies, and processes and acting in a safe manner at all times;
• Use insight and consultative selling techniques to teach customers about their industry and offer unique perspectives on their business, which link back to Clean Harbors/Clean Harbor solutions;
• Research prospective organizations to identify the right customer stakeholders to sell to;
• Coach customer stakeholders and build consensus for Clean Harbor’s solutions within their organization;
• Independently and collaboratively strategize for solving deal-level challenges;
• Develop and implement strategic sales plans for Corporate Accounts to support the Company in achieving profitable revenue growth (e.g., detailed revenue potential estimates for all sites, analysis of decision process and key players, weekly plans for activity and revenue growth for each account);
• Deepen existing business relationships by continuing to increase account satisfaction with ownership of contractual service requirements, follow up with service delivery and deliver ever improving customer service;
• Successfully propose, negotiate, and close profitable revenue opportunities at existing and new account locations by leveraging strong relationships with senior environmental and operations executives;
• Effectively communicate the account strategy to the marketing team, field sales organization and all relevant internal stakeholders;
• Provide leadership to internal organization by partnering with and adding direction, training and coaching to line management and field sales and service team to ensure that goals are attained;
• Evaluate customer needs, understand market drivers and forces, and ensure appropriate service/product delivery and pricing;
• Understand account profitability, value, and potential to develop strategy to maximize profit and increase market share;
• Seek out and develop additional Technical Services Accounts using detailed target analysis templates.
• Clean Harbors is the leading provider of environmental, energy and industrial services throughout the United States, Canada, Mexico and Puerto Rico. Everywhere industry meets environment, Clean Harbors is on-site, providing premier environmental, energy and industrial services. We are solving tough problems through innovation and proven methodology – come be part of the solution with us